Bigger Every Year: 2023 Galant Challenge Breaks New Investment Records

“Early detection of maintenance issues through predictive analytics and AI can prevent minor damages from escalating into larger safety hazards. For instance, detecting damaged or faulty components in power lines early can prevent the occurrence of devastating events such as wildfires, protecting both the environment and public safety,” says Chaudhry. This is particularly applicable to California, where local regulation makes utilities fully liable for wildfire costs, keeping “a lid on valuations for utilities based in the state,” according to Barron’s.

Starting a software company to service this sector is not for the faint of heart. Large and often political, bureaucratic, and monopolistic utilities have little interest in doing business with fledgling startups – especially on enterprise level solutions. To gain traction, you must convince them you can protect their data and you are a sustainable organization with capital and the right people in place. Your leadership team, your board, and your capital providers all matter.

Market leadership is especially important in this context. The more you are perceived as being at the forefront of your field, the sooner you are able to be taken seriously by skeptical utility customers. The faster you land those customers, the more established you become into their systems and the faster you can build scale. But the sales cycles are long and complicated. For example, Buzz’s sales process touches IT, asset management / maintenance, security (cyber and physical), regulatory, drone survey teams, and even lineman. To navigate this dynamic, founders need thoughtful advisors and the right kind of long term capital… and sufficient amounts of both.